Unusually - VERY unusually - I'm making a sales visit to a prospective customer tomorrow.

We don't employ a sales rep as such - not a single one. Our staff are all our representatives and if you call us and speak to me, or Lisa or Leah or Christine or Charlotte ... that person will provide you with the information you need, or ensure that someone else gets back with you with a complete answer.

So what's happening tomorrow? A company in a nearby town has a whole raft of requirements, and a face to face meeting - a brief presentation by myself to a possee of managers, and a whole lot of listening to their requirements and seeing where we can (and cannot) help will save what could be a long series of phone calls and email exchanges. Question is though ... what support material totake with me?

We don't have a formal "brochure". Nor a company presentation folder. Yet I don't panic. Let's not try and show a special glossy face - let's show the real us. I'll have real training notes with me. I'll have the newsletters that we send out every six months, where most of our courses have been featured over the past year or two. I'll have plenty of pages printed off the web site - everything from "about us" through to technical specs, and I'll run off pages specific to their location too. And best of all, they'll get to meet the real tutor.

(written 2006-07-19)

Associated topics are indexed as below, or enter http://melksh.am/nnnn for individual articles

G502 - Well House Consultants - Business Practice[4520] No cold sales calls please - but delighted to hear from others! - (2015-09-29)[4415] Buffet review - taking the price into account - (2015-02-05)[4293] Certification - (2014-09-15)[4107] Snog, Marry, Avoid - (2013-05-31)[3755] Cruising on the Mersey Ferry? - (2012-06-07)[3750] Matching opening hours to when customers can come in and buy - (2012-06-04)[3665] Will will smile? - (2012-03-22)[3613] Keeping Business Local. But is that realistic? - (2012-02-13)[3506] Cold call contacts - preference services and turning off spam sales approaches - (2011-11-03)[3333] Honesty and a friendly welcome goes a long way - (2011-06-25)[3157] A new monopoly on the ferry to Northern Ireland - (2011-02-04)[3073] Customer Service - the boundary - (2010-11-27)[2966] Cheap Country Hotel in Melksham, Wiltshire? - (2010-09-21)[2936] The service that customers should receive - (2010-08-27)[2821] Chancellor George Osborne inspires Perl Program - (2010-06-22)[2788] Cost of Sales - (2010-06-01)[2598] An excuse for making a sales call - (2010-01-26)[2465] Melksham Town - asleep or awake? - (2009-10-21)[2331] Certification Revisted - Lua - (2009-08-09)[2283] Everyone is in the customer relations business - (2009-07-12)[2190] How you are (re)presented at an exhibition - (2009-05-19)[2187] Are we IITT (Institute of IT Training) members? - (2009-05-17)[2161] Get it right ... if it goes wrong, it takes so much effort to sort out! - (2009-05-08)[2126] Weeding out old phone numbers - (2009-04-11)[2122] Commission Creep - (2009-04-08)[2044] Please Trouble me - (2009-02-16)[1913] Alastair Darling helps make paperwork and confusion - (2008-11-30)[1855] Volunteer v Employee - a skewed balance? (FSB) - (2008-10-25)[1713] Ways to accept credit cards - or not! - (2008-07-19)[1626] Early May - a short chance to regroup and improve - (2008-05-01)[1485] Copyright and theft of images, bandwidth and members. - (2007-12-26)[1453] What makes our courses special? - (2007-12-02)[1394] Business to Business Networking - North and West Wilts / Melksham - (2007-10-17)[1373] New Month, New Quarter, New Laws - (2007-10-01)[1342] Google, wwmdirectory, Freshwater, ATP - new scam? - (2007-09-09)[1319] Customer feedback - lifeblood of a business - (2007-08-25)[1263] 0800 043 8225 - a new phone number for Well House - (2007-07-10)[1260] An inspirational business talk from one of our prospective MPs - (2007-07-06)[1243] Heavy duty hole punch - (2007-06-24)[1165] Extended Credit request - train in June and be paid in September - (2007-04-27)[1157] Speed Networking - a great evening and how we arranged it - (2007-04-21)[1133] B-2-B Networking, 20th April. Useful for YOUR business? - (2007-04-03)[1084] Writing terms and conditions for conferences and other events - (2007-02-17)[1057] Selling by phone and Skype - our policy - (2007-01-30)[906] A commitment we won't be making - (2006-10-27)[883] Age discrimination law - (2006-10-01)[869] UNABLE TO ATTEND - (2006-09-16)[849] Staff Meeting - (2006-08-30)[766] Discounts and approved supplier lists - (2006-06-17)[664] Ruby course - oops - it's not happening - (2006-04-01)[652] Morning Post - (2006-03-20)[626] Not just a pretty face to answer the phone. - (2006-02-26)[536] Cancellations and penalties - (2005-12-21)[491] Being atypical is typical - (2005-11-10)[487] On line course booking - credit card protection - (2005-11-06)[467] Tell them three times - (2005-10-17)[457] Do the work and take the risk - a PHP contract to avoid - (2005-10-06)[438] Fair system for travel and accommodation expenses - (2005-09-07)[399] simplicity hides real size - (2005-07-31)[321] Sales - the alternative close - (2005-05-23)[297] A reminder that the customer is King - (2005-05-01)[226] Growing our systems - (2005-02-24)[217] Use of time - (2005-02-16)[211] Look after your staff and they'll look after you. AOL. - (2005-02-12)[200] Tips for the top - (2005-02-03)[188] Pink elephant and appreciation - (2005-01-24)[180] Skunk works - (2005-01-17)[157] Automatic service upgrades - (2004-12-19)[137] Certification schemes - (2004-12-02)[129] Trawling our site to prevent student copying - (2004-11-24)[125] Staff theft - (2004-11-21)[121] Fair and Simple - (2004-11-17)[108] A typical morning - (2004-11-03)[95] Five red flags - (2004-10-21)[88] Getting the right level of trainer - (2004-10-14)[77] Telephone systems - (2004-10-07)[68] Get the strategy worked out and the tactics just fall into place. - (2004-09-30)[27] Sales technique - (2004-08-25)[15] 90 to 10 or 80 to 20 rule - (2004-08-15)

This is a page archived from The Horse's Mouth at
http://www.wellho.net/horse/ -
the diary and writings of Graham Ellis.
Every attempt was made to provide current information at the time the
page was written, but things do move forward in our business - new software
releases, price changes, new techniques. Please check back via
our main site for current courses,
prices, versions, etc - any mention of a price in "The Horse's Mouth"
cannot be taken as an offer to supply at that price.